SMG MK 323 Chapter Notes - Chapter Ch20: Personal Selling, Inbound Marketing, Sales Management
18 Mar 2017
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Document Summary
The s cope and nature of p ersonal s elling: personal selling is the two-way flow of communication between a buyer or buyers and a seller, designed to influence the buyer"s purchase decision. Personal selling can take place various situations: face-to-face via video, on the phone, or over the internet. Value added by personal selling: salespeople provide information and advice. Most customers find value in ad are willing to pay for the education and advice that salespeople provide. Salespeople save time and simplify buying time. Relationship selling refers to a sales philosophy and process that emphasizes a commitment to maintaining the relationship over the long term and investing in opportunities that are mutually beneficial to all parties. The p ersonal s elling p rocess. Generate a list of potential customers (leads) and assess their potential (qualify). Might talk to current customers, network at events such as trade shows, industry conferences or chamber of commerce meetings.
